Intelligent Telemarketing

What is it?

We hear time and time again from partners that they have invested in telemarketing services with other specialist organisations with little or no return. Telemarketing is a marketing “vehicle” we use when and if it is appropriate to do so, as we help partners to talk to the right types of prospects and customers. Telemarketing remains one of the most effective ways to identify opportunities, but it must be absolutely on message and part of an integrated marketing campaign if it is to realise a return.

Who is it for?

We call direct for Microsoft and on behalf of Microsoft partners who are looking to have intelligent and valuable conversations to identify the right type of prospects. Our services are also used for market research in advance of a full blown marketing campaign to ensure the message is right and the communication relevant.

How do we do it?

Our teams are skilled right across the Microsoft technology platform. We invest a lot in ensuring our skills are always current so that we can have conversations on behalf of our clients that bring value and insight to end customers seeking IT solutions.

Budget, Authority, Need, Timescale (BANT) opportunities are the primary aim for most telemarketing campaigns. Our teams enhance that by asking intelligent questions about whether the solution is a priority for this year, whether Microsoft is the preferred technology choice and if a customer is truly seeking third party assistance.

On average, each telemarketer will deliver over 70 outbound phone calls per day – and if the partner is “on message” we will get through to between 10 and 20% of the decision makers we call. Our objective is to open up a conversation and build a rapport with the prospect leaving the door open for follow-up. It is our belief that it is virtually impossible to “sell” expensive IT solutions over the phone – what we are looking for is companies that are in the market to buy what you have to sell.

We find that campaigns delivered over a six month period are far more effective than short stop-start telemarketing projects. The first phase is a high volume-based activity, supported by a drip feed of calling that means no stone is left unturned and no potential prospect that requires nurturing and developing is left wide open to the competition.

Benefits to you - our client

If you are looking for a sales and marketing partners that can credibly and professionally position your business to a prospect then you have come to the right place. We don’t operate a “pile ’em high, sell ’em cheap” telemarketing operation – we offer a high value networking and opportunity generation service that forms a key part of your marketing communications plan.

We recognise that most partners don’t just do one thing. Our intrinsic knowledge of the Microsoft platform means that we can expand our conversations across most areas of the IT discussion, recognising what is said and being able to open up a genuine business dialogue that most companies can’t.

ResourceiT has generated an estimated £160m pipeline of new business opportunities for Microsoft and its clients.

Tangible outputs

Our flexible team can adapt to the prospect's response across the whole Microsoft platform, typically delivering:
• 35 and 70 decision maker conversations
• 0.5 to 1.2 QUALIFIED sales opportunities per day
• Accurate reporting on activities, objections and results
• Recommendations for future execution
• Market analysis on how your message was received

Next steps

Telemarketing if delivered well, can be highly effective and we are often called upon by Microsoft and its partners to supplement existing teams.

Partners that want to increase their return, or are entering a new market or solution area can increase results by exploring our Value Proposition Workshop which is designed to considerably enhance any marketing campaign.